NZ Sales Manager Issue 58

FEBRUARY 2012 Issue 58

NZSALES

YOUR VALUE PROPOSITION What price is the right price?

X Factor Selling

NZ’s e-mag for sales leaders 1 / www.nzsalesmanager.co.nz

CONTENTS 6

THIS WEEK'S MUST READ your value proposition How to improve it now

10

What price is the right price?

How to set the right price

12

BOOK REVIEW Rainmaking Conversations Influence, Persuade & Sell in Any Situation

13

Quick Fix It’s not what you sell, it’s how you sell.

14

TWO MINUTE TOP-UP X factor 3 vital keys to success

www.nzsalesmanager.co.nz / 2

18

WHAT’S NEW NOTICEBOARD

19

CALENDAR

20

MARKETPLACE

22

SALES SUPPORT WINNERS

25

THE CLOSE

Whether you’re a business looking for new sales prospects, marketing lists or need help understanding the customers you have; a charity looking for new donors or a research company needing fast & accurate calling lists, KMS Data have the information you need.

Free Consultations We don’t expect our clients to be database experts. By building and maintaining our own databases we understand exactly what can be achieved & tailor the information for your business needs.

Business Vault Our extensive business database covers all industry types throughout NZ. Create your targeted business prospect lists with the help of our sales & marketing specialists.

Consumer Vault Over 1 million households including home owners, renters & vehicle owners.

Authorised supplier of NZ telephone directory information.

More than just databases‌ KMS Data can help with supporting services for direct mail, telemarketing or analytical initiatives.

We are a one stop shop for creative, print, mail, dispatch, data entry, call centre services, promotional web pages, database management/updating & existing customer communications.

P: 09 621 0472 E: info@kmsdata.co.nz W: www.kmsdata.co.nz 3 / www.nzsalesmanager.co.nz

ABOUT / Short and sharp, New Zealand Sales Manager is a free e-magazine

FROM THE EDITOR

delivering thought provoking and enlightening articles, and industry news and information to forwardthinking sales managers, business owners and sales professionals.

EDITOR / Paul Newsom ART DIRECTOR / Jodi Olsson

W

GROUP EDITOR / Trudi Caffell

elcome back, and here’s to a successful and rewarding year. We wish you well and encourage you to continue on the journey of personal and professional development in all things related to the sales profession.

They describe the value

We kick off with a lead article about value propositions. This

proposition as the collection

CONTENT ENQUIRIES /

of reasons why customers buy

Phone Paul on 04 586 4733 or email

from you. If you embark on the

pauln@nzsalesmanager.co.nz

exercise of writing or rewriting your value proposition,

ADVERTISING ENQUIRIES /

consider that particularly in

Phone Lisa Clark on 09 576 1121 or email

complex sales, generic value

lisac@espiremedia.com

propositions do not work. The

ADDRESS / NZ Sales Manager, C/- Espire

collection of reasons why one

Media, PO Box 99758, Newmarket,

industry or market segment

Auckland 1151, NZ

article received the bronze

buys are different to the next.

award in the US based ‘Annual

WEBSITE / nzsalesmanager.co.nz

If you fully understand why

Top Sales Awards’ in December

your customers buy, you may

last year, but was my pick of

well need a different value

the winners.

proposition for each customer.

ISSN 2230-4762

I agree with authors Mike Schulz and John Doerr that value propositions are often misunderstood and misused.

Happy Selling Paul

NZ Sales Manager would like to acknowledge the support of our major partners Gold Customer Relationship Management Silver Independent Software Vendor (ISV) Silver Learning

Microsoft Dynamics CRM

www.nzsalesmanager.co.nz / 4

L♥VE To GRoW YoUR sALEs?

shARE ThE LoVE WITh JAck DALY FREE WEBINAR FEBRUARY 14th This Valentine’s Day we want to share the love, and what better way to show that we care than to invite you along to a complimentary Webinar with Jack Daly.

Come share the love and join us for a complimentary webinar with highly acclaimed speaker and sales expert Jack Daly. This is an opportunity to receive fresh thinking around smart selling programs to help sales professionals realise greater sales and profits through field-proven, added-value strategies. This webinar is a preview to the up and coming seminar “Driving Sales and Boosting Profits”. Attendees will learn: FIVE LAWs oF sELF RENEWAL • Motivation is mandatory, not an option • 50% of successful selling starts with your thinking • Strategies and tactics can be taught, attitude can not GoAL sETTING AND MEAsUREMENT • Successful people must have goals in writing and a plan of execution • Successful people have a system to measure activity and a method for accountability DARE To BE DIFFERENT • Differentiation of you and your company • Perception of value sALEs MANAGEMENT • Three sins in sales management • Entrepreneur Insights • Recruit top producers WhAT IS A WEBInAR? A webinar is an online web based seminar where you get to listen to a live presentation in the comfort of your own office. Click the registration link below and follow the instructions.

WhEN: TUEsDAY 14Th FEB 1pM UNTIL 2pM We recommend joining the webinar 15 minutes early to ensure the technology runs smoothly.

REGIsTER NoW BY cLIckING hERE

GET In TOUCh:

saatchi & saatchi Building, suite 4A / 125 The strand, parnell T: + 64 9 524 0999 E: paulo@salesstar.com

www.salesstar.com 5 / www.nzsalesmanager.co.nz

MUST READ

YOUR VALUE PROPOSITION How to improve it now By Mike Schulz and John Doerr

E

very business pundit has said at one time or another, “There’s no more misunderstood, argued about topic in business than <insert topic here>, but it’s really not that complicated. Here’s the secret to understanding it.” The concept of value proposition falls into this same category.

On the one hand, it’s a pretty simple concept to grasp. But like all simple, important concepts, it takes some thinking to understand it deeply and use it to your advantage. Let’s first look at a definition of a value proposition, then we’ll look at the three major components that comprise it so you can put it to work for you.

A value proposition is the collection of reasons why a person or company benefits from buying something.

This, at least, is our definition, and we put it in Professional Services Marketing (Wiley, 2009). Not everyone agrees.

www.nzsalesmanager.co.nz / 6

From Investopedia: What Does Value Proposition Mean?

A business or marketing statement that summarizes why a consumer should buy a product or use a service. This statement should convince a potential consumer that one particular product or service will add more value or better solve a problem than other similar offerings.

Investopedia explains Value Proposition Companies use this statement to target customers who will benefit most from using the company’s products, and this helps maintain an economic moat.

The ideal value proposition is concise and appeals to the customer’s strongest decision-making drivers.

Companies pay a high price when customers lose sight of the company’s value proposition.

MUST READ You’ll note that the Investopedia

circuitous journeys by marketing

not as a statement, but as a concept

definition and explanation reference

and firm leaders to find a sentence

about why people buy something,

a value proposition as a statement.

or two that encapsulates value of

then you’ve got a lot more to work

Thinking of a value proposition as

the firm while at the same time is

with. It’s from that concept—the

a statement does more harm than

different from all competitors. They

collection of reasons why people

good for consulting firms. With

invariably end up with some pap

would want to buy from you—that

these definitions in mind, firms head

about how they’re an experienced,

you can put your marketing and

down marketing messaging and

client-focused, results-focused,

sales to work much more effectively

communication paths that just aren’t helpful, leading to Quixotic and

trusted partner, yadda yadda yadda.

If you think of a value proposition

than if you try to boil it down so far that there’s little substance left.

The reasons why people buy typically fall into three major buckets that, in sum, form the three rules of winning value propositions:

1 2

Potential buyers have to need what you’re buying. It has to resonate with them.

3

Potential buyers have to see why you stand out from the other available options. You have to differentiate.

Potential buyers have to believe that you can deliver on your promises. You have to substantiate.

The 3 Legs of the Value Proposition Stool Components of Strong Value Propositions

Take One Away...

{

Resonate “I want” “I need”

+

DIFFERENTIATE “The best option”

Creates Foundation For...

+

SUBSTANTIATE “I trust” “I believe”

• Lead generation success • New client wins • Premium fees • Scrambling Competitors

...What Buyers Say Weak Resonance

Difficult to Substitute

Able to Substantiate “I don’t need” “Not important enough”

Strong Resonance

Strong Resonance

Easy to Substitute

Difficult to Substitute

Able to Substantiate

Not able to Substantiate

“What’s your best price?”

“I can do without you” “I’m sceptical” “Can’t risk it”

7 / www.nzsalesmanager.co.nz

MUST READ

Instead of trying to come up with a brilliant, simplified value proposition

statement, focus on understanding all of the components that make up the three legs of your value proposition stool. Then

you can really get your value across in your sales conversations.

What happens if you don’t follow all three of the value proposition rules?

companies that sell complex

If you want to resonate,

products and services to improve

differentiate, and substantiate, you

As you can see from the graphic

their sales performance. If you

need to do much more than write a

on the previous page, take any of the rules away and it makes it much more difficult to sell.

want your professionals, business

short sentence…or a long sentence,

developers, and sales people to

or a paragraph, or a page.

•

•

•

Remove resonance, and people just won’t buy what you’re selling.

sell more, we can help.” This is the umbrella under which we operate.

The purpose is to help our clients and the market wrap their heads around the general area where

Remove differentiation, and they’ll pressure your price or attempt to get your service someplace else.

we help, and to know when they

Remove your ability to substantiate your claims, and while clients may want what you sell (you resonate), and may perceive you to be the only people on the planet that do what you do (you differentiate), they don’t believe you and won’t risk working with you.

Now, don’t get me wrong, I’m not against statements that encapsulate the mission and value of a firm. “We at RAIN Group help

might want to work with us.

While you can sum it up, the summary itself doesn’t carry much weight. It just stands to do a little positioning for you. Your actual value proposition—the collection of reasons people buy from you— is woven into the fabric of the firm

Ultimately, this is why our clients

and your relationships with clients.

buy from us; because we’ll help

Then it’s communicated through

them increase sales success.

the collection of messages you

But there is always a set of

bring to the market.

underlying factors that swayed them to choose us versus a) doing something themselves, b) choosing someone else to help them, and c) choosing to do nothing at all.

Instead of trying to come up with a brilliant, simplified value proposition statement, focus on understanding all of the components that make up the three legs of your value

Too many firms don’t investigate

proposition stool. Then you can

the various underlying

really get your value across in your

components of why clients buy

sales conversations. You can sum

from them. They stop at “we’re

it all up in a short statement, too,

trusted partners” or “we help you

but you’ll be way ahead of your

reduce your overhead costs” and

competitors that stop there and

it doesn’t serve them well.

think they’re done. ■

Mike Schultz and John Doerr are co-Presidents of RAIN Group, a sales training, assessment, and sales performance improvement company that helps leading organizations improve sales results.

You can find out more at www.rainsalestraining.com

www.nzsalesmanager.co.nz / 8

Sales CRM that works the way you do Click Here Dashboard: Sales Performance Dashboard

• Easy to follow up your prospects and customers • Helps you close deals faster • Tuned to your unique requirements • Easily access information via mobile device

Microsoft Dynamics CRM

Gold Customer Relationship Management Silver Independent Software Vendor (ISV) Silver Learning

E

www.magnetism.co.nz

P +64 9 550 5223 info@magnetism.co.nz T @magnetismnz

9 / www.nzsalesmanager.co.nz

What price is the right price?

How to set the right price By Sue Hirst

H

ow do you determine the price to charge customers for your products and services? Here are some typical methods: •

Charge a bit less than or the same as competitors

•

Charge a bit more than the product or service costs

•

Charge as much as you need to earn to cover your costs i.e. break-even

•

Charge what you can get away with

•

Charge what you think it’s worth

•

‘Cost’ the product or service and calculate a mark-up to provide an acceptable profit

Let’s discuss the merits and pitfalls of some of the above methods. www.nzsalesmanager.co.nz / 10

Follow Competitors or the Market

Charge a bit more than the product or service costs

The problem with following competitors is that you don’t always know how they calculated their price. It may be unsustainable in terms of the costs to deliver the product or service. You may win sales from them in the short term but unless you develop a better way of pricing you are likely to go out of business eventually if the price doesn’t cover costs. They may have cash reserves to cover the shortfall between costs and price for a while and you may not.

The $64,000 question here is ‘How much does the product or service cost?’. If you have looked closely at financial reports you will have seen the term ‘COGS’ which means ‘Cost of Goods Sold’. This is purely the cost of getting the product or service out of the door.

COGS does not include overheads such as administrative staff, advertising, office rent, stationery etc. You can see the danger then of charging a bit more than the product or service costs. You still have to cover the cost of overheads and these need to be factored into the price. The danger is that if you don’t work out your ‘break-even’ situation you may be making a gross profit but after paying overheads you are making

They can ‘sit it out’ until you go out of business trying to compete and collect all your customers later. This may sound a bit extreme but we see it all the time in business… look at the airline industry, this is a classic strategy they have employed.

•

Know your overheads so that

a loss. Break-even analysis is the

customer thinks it’s worth may be

practice of calculating how much

quite different to your perception.

you can work out your ‘break-

revenue you need to cover COGS

Again, if this figure at least covers

even’ situation and how much

and overheads. It is an absolute

the COGS and overheads, that’s

you need to sell.

‘must’ in business to know your

OK but most of us are in business

‘break-even situation’.

to make a profit. You still need to

Charge as much as you can get away with This is a great strategy so long as it covers your COGS and overheads. It may work at first but if you don’t keep a close eye on COGS and overheads and they ‘creep up’, it may turn out to be unprofitable in the end.

Charge what you think

•

want and calculate this into

keep a close eye on costs to ensure

the price.

your margin is not being eroded by increased costs.

•

it is not being eroded by

follows: Get the price right

•

Know thy costs

•

Keep the price right

In order to get the price right you

Know your margin and report on it regularly to ensure

The issues relating to Price are as •

Decide how much profit you

increased costs.

•

Know your customer satisfaction levels. Dissatisfied customers won’t pay any price.

•

Regularly review pricing and

need to:

do small increases to cover

•

Determine the cost of delivery

increased costs. It is much

Worth is an interesting concept

of the product or service

easier to do small regular

isn’t it? It can mean different things

to customers excluding

price increases than irregular

to different people. What the

overheads.

large ones.

it’s worth

Keep the Price Right

We can show examples where a price increase combined with a small decrease in revenue may not be such a bad thing. This scenario can have a positive impact on both profit & cash-flow.

Price increase can be a very controversial subject. Many business owners fear increasing prices because they think customers will go elsewhere.

Where else would they go? *We can show examples where a price increase combined with a small decrease in revenue may not be such a bad thing. This scenario can have a positive impact on both profit and cash-flow. It is often more difficult to increase revenue than to increase prices.

Many customers don’t even notice a small increase and fully accept one

to cover Consumer Price Index (CPI) rises. For many businesses failure to incorporate this into their price means they are absorbing increased costs and eroding margins.

Next time you are travelling in the country check the prices of some ‘National Fast Food Outlets’ compared to those charged in city locations. You will see that their prices are different. It may only be a couple of cents and most people don’t even notice it. This is due to higher costs in city areas such as rent and staff wages. In order to be profitable they have to account for this in the price calculation. ■

Sue Hirst helps small and medium sized businesses to gather the crucial information that entrepreneurs, MDs and CEOs need to support their day-to-day and strategic decisions. You can find out more at www.cfooncall.com.au

11 / www.nzsalesmanager.co.nz

BOOK REVIEW

Rainmaking Conversations Influence, Persuade & Sell in Any Situation Authors: Publisher:

M

aster the conversations that can make or break everything in complex sales. Every conversation presents opportunity to find new opportunities, win new customers, and increase sales.

Rainmaking Conversations gives you a proven system to uncover and leverage these opportunities and achieve maximum revenue results, robust relationships, and deep trust.

Rainmaking Conversations is the first book to offer a researchbased selling approach that can

www.nzsalesmanager.co.nz / 12

Mike Schultz and John Doerr John Wiley & Sons

help you master the art of the sales conversation. From start to finish of each conversation, you’ll make every client contact you have count towards developing sustainable sales success.

• •

•

•

•

Speed up the sales cycle

•

Lead conversations that persuade and influence the prospect to choose you.

Rainmaking Conversations

Build rapport and trust from the first handshake

walks you through RAIN

Learn the 7 keys for leading successful business development conversations

methodology that has helped

Develop winning value propositions that gets prospects excited to buy Craft winning solutions and close the deal

SellingSM-a world-class sales tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance.■

QUICK FIX

QUICK FIX

It’s not what you sell, it’s how you sell.

Don’t sound like a sales person ales people need to be

S

‘What do I have to do to win

enthusiastic, but don’t let

your business?’ In the mind of

your enthusiasm translate

the customer, this translates to

into using contrived phrases or

‘desperate sales person who

trying too hard to impress. You will

needs to make his commission

sound like a pushy salesperson,

this week.

very quickly undo all the good

‘Trust me’. Translates to ‘if you

work you have done, and your

need to tell me to trust you, then

customer will soon back off.

I don’t.

If you are using phrases like these,

‘I need to talk to your boss.’

they will probably be having the

Translates to ‘I need to talk to your

opposite affect to your intention:

boss too!’ ■

New Zealand Office Supplies proudly supports

Receive a 25% discount on over 8,000 stationery and office products when you mention NZ Sales Manager e-Magazine!

Email vip@supplies.co.nz

|

Freephone 0800 NZOFFICE (696 334)

|

Visit us online www.supplies.co.nz 13 /atwww.nzsalesmanager.co.nz

2 Minute top-up

X Factor Selling 3 vital keys to success By Janice Davies

T

o improve yourself you need to be open minded. Every successful person has been on this journey, combining natural talents and gifts and learned skills. The top three skills of a salesperson are: 1. Attitude 2. Knowledge 3. Confidence Many job descriptions include the phrase ‘must have a positive attitude’, so employers rate this trait as vital to success, but how do you describe it?

Here’s how I describe it in my

www.nzsalesmanager.co.nz / 14

workshops on Workplace Attitude: People with a positive attitude focus on how to fix the problem and search for solutions, while sales people with a negative attitude focus on the problem itself. Sales people with a positive attitude focus on what is required, implement it and learn for next time. They’re happy to ask for help and believe in themselves that they can complete the task. They embrace the challenge and look at the problem as a temporary setback they need an answer for. They enjoy the challenges of work, are organised (even though this can be a challenge for this

personality) and have a positive approach to life in general.

It’s no wonder employers are searching for these traits in their employees. A few years ago I conducted a two year research project on the topic of Workplace Attitude and these were my top findings: •

Negative attitude and disengagement from work is prevalent

•

Lots of positive reenforcement and rewards are used by some companies.

•

Motivation at work is self directed.

2 Minute top-up

I could understand the negative attitude if there is no on-going motivation from the company, but was pleased to discover that many companies were already engaged in this. However, I was surprised at the third factor, that motivation at work is self directed. Maybe I shouldn’t have been as these are the people who have a positive attitude. These are the people who in their own time followed a life of self discovery and self improvement, thus were happier and more successful.

to add self knowledge to your tool kit. If you are not achieving the results you want, you need to upgrade your thinking and understanding about yourself.

Commit to a new you

This brings us to how to motivate

The majority of people perform below their capabilities and although they were born with no thoughts about attitude or themselves, throughout their life they’ve learnt unhelpful thoughts that have lodged in their brain.

Consequently they don’t believe in themselves and their abilities to achieve. For these people

yourself if you want to improve your sales performance. Understandably you need to have the knowledge about your product, but you need

it’s about making a decision to improve themselves and their life.

Starting with this objective here are some tools for greater success.

Your biggest asset is your thoughts,

grace. Charisma can be summed

room and start conversations,

however many people fail to

up as confidence, seizing the

people look and listen to them

control their thoughts. Once upon

moment is having the skills and

and the air of success can ‘hang

a time mine were 80/20. Eighty

knowledge to ‘put yourself’ into

around them’. This is confidence

percent negative and 20 percent

situations that could be beneficial,

and they make the connection or

positive, but that was over twenty

enthusiasm can equal passion

ask for the sale.

five years ago and now I can say

which can result from goals and

they are 99 per cent positive. I’ve

dreams and grace can be defined

learnt the skill of how to change my

as having the ability to sell ice to

thought quickly when a negative

Eskimos. Consequently XFactor

one floats into my mind.

success requires learning to

•

Analyse yourself to decide where you can make change.

•

Realise this starts with your thoughts.

•

Monitor your thinking for a day or week.

•

Rate your percentage of positive and negative thoughts.

•

Decide what to change first.

•

Set yourself a plan of action.

Wikipedia defines confidence as: ‘is generally described as a state of being certain either that a hypothesis or prediction is correct

embrace these traits and embody

or that a chosen course of action is

them one at a time.

the best or most effective’.

and a commonly used phrase to

The XFactor salesperson has

And here’s another definition:

describe this trait is ‘XFactor’.

charisma. The right clothes,

Confidence is a feeling that you

Psychologists claim the XFactor

appearance, hair style, shoes,

think you are capable of doing

is a mix of charisma, seizing

language, energy, posture and

something. It makes you optimistic

the moment, enthusiasm and

wellbeing. They can walk into a

and pleasing.

We know success comes from discipline and determination,

15 / www.nzsalesmanager.co.nz

2 Minute top-up

Here’s a checklist from my new programme: XFactor Confidence – 3 Vital Keys to Creating More Success and Money, which you can use to monitor your own confidence.

Tom Peters, the author of Search for Excellence, says: ‘The good news is that top sellers are not born; anyone can become a top seller by studying, practicing, concentrating and focusing on his own performance’.

I’ve been working on confidence for over twenty five years. It’s a choice thing, if you are not happy with your life right now you need to commit to creating a better life for yourself.

;; I have decided on my goals aligned to my values. ;; I am letting go of my past and learning to step out of my comfort zone. ;; I am communicating assertively and creating win/win relationships. ;; I am boosting my self esteem and rewarding myself daily. ;; I am thinking positive thoughts and am embracing my exciting future. ;; I am wearing the right clothes and aligning myself to my personality. ;; I am living a healthy lifestyle and nurture my body. ;; I am using my new found confidence to create more money and success.

The three vital keys to X Factor Selling are: Motivation, Confidence and Investing time, energy and money in your self. Combining these

three instils in you a pathway in life to study, practice and concentrate on improving yourself to achieve your best performance. ■

Janice Davies is The Attitude Specialist, who teaches people to think positive and empower themselves. As a Professional Speaker, Business Trainer, Success Coach, Author and Infopreneur Janice educates people at conferences, workshops and online. See her website at the www.attitudespecialist.com

  Generating consistent and qualified appointments can be a mundane and time consuming process...

Let the experienced professionals at Ibex Marketing set them for you so you can spend more time meeting with prospects and helping them solve their problems! www.nzsalesmanager.co.nz / 16

Call Murray Beer on 021 279 2783 or email murray@ibexmarketing.co.nz today!

“We make the call… you make the sale”

www.ibexmarketing.co.nz

Weâ&#x20AC;&#x2122;re extending our network, so you can too.

Located everywhere you do business, Quest Serviced Apartments truly offer a home away from home, providing flexible accommodation options and an exclusive fixed single rate programme for Rev Sales members. Business can change day to day, but your travel costs donâ&#x20AC;&#x2122;t have to.

Call 0800 944 400 or visit www.questapartments.co.nz

Serviced Apartments

Your perfect travell companion. i 17 / www.nzsalesmanager.co.nz

WHAT’S NEW NOTICEBOARD

Employers grow sales teams

G

lobal Recruitment

Q3 2011: 44 per cent of companies

Zealand have gradually increased

specialists, Michael

increased staff numbers in their

their staff numbers in sales roles.

Page International,

revenue-generating function

This reflects employer confidence in

report in their annual Salary

Q2 2011: 25 per cent of companies

domestic business conditions that

and Employment forecast for

increased staff numbers in their

have strengthened steadily over

New Zealand that 57 per cent

revenue-generating function

the last 12 months. With 57 percent

Q1 2011: 38 per cent of companies

of employers expected to increase

increased staff numbers in their

headcount in their sales function

revenue-generating function

for Q1, 2012, we can predict that

of employers are expecting to increase headcount in the sales function in Q1 2012. This represents a continuing positive trend from 2011.

Pete Macauley, National Director

this will continue to strengthen into

of Michael Page, New Zealand

2012, to again reflect the improving

Q4 2011: 47 per cent of companies

comments, “As you can see, the

confidence employers have in

increased staff numbers in their

data shows that over the course

increasing market share in the

revenue-generating function

of 2011, employers in New

domestic business market”.

Free Business Education Resources on Business.govt.nz

B

usiness educators looking

plan for teachers and a student

for free teaching resources,

worksheet containing tasks and

look no further - the new

questions. Some also come with

•

Entrepreneurs

•

External Growth in Business

•

External Influences in Business

Business.govt.nz education section

Excel templates and calculators

has been designed just for you.

to help students get to grips

Where ever you are teaching, you’ll

with everything from Competitor

•

Health and Safety

find the resources clear, engaging

Research to Estimating Costs.

•

Industrial Relations

and easy to adapt. They place

The lesson plans are for classes

•

Market Research

•

Marketing

•

Understanding Business

an emphasis on discussion, the real-world application of business concepts and encouraging students to put theory into practice to bring

1-2 hours in length, but they can be easily edited to suit shorter or longer timeframes.

the subject alive.

Available topics are:

Each lesson contains a topic

•

Assessing Viability

hand out explaining the subject,

•

Break-even Analysis

•

Business Plans

•

Cash Flow Forecasts

a PowerPoint presentation that can be used in conjunction with it, a ready-made lesson

www.nzsalesmanager.co.nz / 18

Graphing Data

Structures •

Using Financial Records

All the resources are free to use and are available at: www.business.govt.nz/tools-andtemplates/educational-resources

CALENDAR DATE

NAME

PLACE

COMPANY

Thursday 9 February

Why Kiwis Canâ&#x20AC;&#x2122;t Sell. And what to do about it!

Auckland

SalesStar.com

Tuesday 14 February

Overcoming Objections

Auckland

Top Achievers Sales Training

www.topachieverssalestraining.co.nz

Wednesday 15 February

High Impact Presentations

Wellington

Dale Carnegie Training

www.dalecarnegie.co.nz

Wednesday 15 February - Thursday 16 February

Consultative Selling

Auckland

SalesStar.com

Tuesday 21 February

Negotiating Skills

Auckland

Scotwork

www.scotwork.co.nz

Wednesday 22 February

Introduction to Presenting

Wellington

Effective Speaking

www.introduction-to-presenting.co.nz

Wednesday 22 February

Business to Business Sales Accelerator

Auckland

Zealmark Group Ltd

http://www.zealmarkgroup.co.nz/profile_Business_

Theursday 23 February

Sales Force Launch

Auckland

Zealmark Group Ltd

http://www.zealmarkgroup.co.nz/profile_

Theursday 23 February

Sales Management Forum - How to Hunt Elepahants

Auckland

SalesStar.com

Theursday 23 February Friday 24 February

Consultative Sales Skills

Auckland

NZIM Northern

Thursday 1 March

How to Cold Call and Build Customers

Wellington

Dale Carnegie Training

www.dalecarnegie.co.nz

Thursday 1 March

Sales Training Seminar

Wellington

Top Achievers Sales Trainin

www.topachieverssalestraining.co.nz

Thursday 1 March Friday 2 March

Negotiating for Results

Auckland

NZIM Northern

Tuesday 6 March

Cold Calling Work Shop

Auckland

Top Achievers wSales Trainin

Thursday 8 March Friday 9 March

Essential Sales Fundamentals

Auckland

NZIM Northern

Monday 12 March Tuesday 13 March

Negotiation Skills

Wellington

NZIM Central

LINK https://secure.zeald.com/starbusiness/Services/ WHY%20KIWIS%20CANT%20SELL.%20And%20 what%20to%20do%20about%20it.?mv_pc=665

https://secure.zeald.com/starbusiness/Services/ Consultative%20Selling?mv_pc=619

to_Business.php

Foundations_of_sales_Success.php

https://secure.zeald.com/starbusiness/Services/ Sales%20Management%20Forum?mv_pc=572

http://www.nzimnorthern.co.nz/wa.asp?idWebPage= 16885&idDetails=108

http://www.nzimnorthern.co.nz/wa.asp?idWebPage= 16885&idDetails=107

www.topachieverssalestraining.co.nz

http://www.nzimnorthern.co.nz/wa.asp?idWebPage= 16885&idDetails=118 http://www.nzimcentral.co.nz/training/course. a4d?gCode=119

19 / www.nzsalesmanager.co.nz

MARKETPLACE Speakers & Facilitators

Seminar, Conference & Training Venues

JAMIE FORD Keynote & Motivational Speaker • Mental Toughness • Optimism & Resilience • Sales & Sales Management • Positive Leadership Speaker for University of Auckland, Canterbury Crusaders, Australian Institute of Management, and as heard on RadioLive, Newstalk ZB & more!

Talk to Jamie about your next speaking engagement on 09 414 2942 or visit www.foresight.co.nz for info

 

Love fishing?

Looking for an experienced, energetic and entertaining speaker for your next conference, team building or corporate event?

NZ Fisher - it’s free!

Call Paul Kernot on 027 2488 955 or email paul@paulkernot.com to discuss your needs.

Simply visit www.nzfisher.co.nz to get a copy of NZ Fisher delivered straight to your inbox monthly!

Selling • Goal Achievement • Personal Effectiveness

 www.nzsalesmanager.co.nz / 20

Consulting, Training & Recruitment

Are you a photographer?

Get NZ Photographer for free!

Simply visit www.nzphotographer.co.nz to get a copy delivered straight to your inbox monthly!

Looking for Sales Professionals?

Call Colin Quinn on 021 832 209 today!

Whether you need to hire a sales professional, or are in sales and looking for your next move, contact Hamish at Manpower Professional for a free confidential discussion.

 

Contact Hamish Haggie: Click here to send me an email Click here to find me on LinkedIn Or phone me on 09 379 2333

Specialists in the recruitment of ICT Sales Professionals

 Visit us at www.rightfitrecruitment.co.nz

Lisa Baggaley Director Ph: 09 815 8444

SALES & MARKETING and General Recruitment Specialists.

Do you own a business and want to grow sales?

Click to see >>> what we do!

Insurance / Print / Media & Advertising / Telco & IT Fashion / Building & Construction / Manufacturing Retail / Freight & Logistics / Business Services

www.onnxx.com

Empowering Sales Managers. Growing Sales.

•

Sales Training

•

Sales Recruitment

•

Sales Assessments

•

Sales Process

Call us on 09 524 0999 to discuss your sales goals or get in touch with us online!

Email lisa@kingsrecruitment.co.nz or visit us at www.kingsrecruitment.co.nz

Strategic tailored in house sales training and consultancy.

“We can help you lift the sales performance of your business.”

Phone +64 3 351 5078 Email lincoln@alllinks.co.nz Web www.alllinks.co.nz

Testimonials Available!

extendeddisc.co.nz

Have you subscribed to NZ Sales Manager? It’s free!

Extended DISC Sales Person Assessments

Simply visit www.nzsalesmanager.co.nz

• Hire better salespeople • Manage sales staff more effectively • Understand your customers motivators

to get a copy of NZ Sales Manager delivered straight to your inbox monthly!

Call 0800 333 668 today for a free sample report!

21 / www.nzsalesmanager.co.nz

SALES SUPPORT Rewarding New Zealand’s sales warriors!

E

very issue, all NZ Sales Manager subscribers* go in the draw to win some fantastic prizes courtesy of our generous NZ Sales Manager supporters. To find out if you’ve won simply check this section in each issue to see if your name has been drawn and then get in touch before the deadline to claim your prize! *Sorry—only NZ residents eligible for prize draw.

Could you be a winner?

Congratulations to our

Sales Support prize winners for Issue 58!

If you’re one of the lucky NZ Sales Manager subscribers listed below, simply fire an email to alastairn@espiremedia.com by March 6th to claim your prize!

Congratulations to

Congratulations to

Congratulations to

Clark Mazey

Caroline Hu

Sarat Siripurapu

Your weekend is officially sorted

Who said a mouse has to be boring?! You've won one of these awesome wireless optical Road Mice courtesy of

You’ll be feeling like a million bucks

with two bottles of NZ’s finest thanks to our friends at VineOnLine.co.nz!

NZ Office Supplies!

Whether it’s client gifts, team incentives,

with this selection of fantastic Primal Earth mens skincare products, made in NZ from certified organic, plant based, locally harvested raw materials.

Friday night drinks or you just want

Do yourself

great wines at great prices, make

a favour and

VineOnLine

check them

your first stop.

>>>>

www.supplies.co.nz

out at www. primalearth.co.nz!

Subscribe to NZ Sales Manager for free and you’ll be in the draw to win cool prizes every issue plus receive NZ Sales Manager in pdf direct to your inbox each month!

The deal… That’s right, even when we’re giving stuff away there’s fine print! Any-way, please note that to be in the draw to win stuff in the Sales Support section you need to have been a confirmed email subscriber to NZ Sales Manager e-Magazine no less than two working days prior to issue date (‘cos that’s when our prize win-ners are drawn) and be a resident of New Zealand at the time of the draw. To be eligible to claim any prizes including, but not limited to, alcoholic beverages, travel, motor vehicle/boat usage, plastic surgery, sharp things or any other prize that might require you to be over than 18 years old, you must have been over 18 years of age at the time of the draw! Cheers.

www.nzsalesmanager.co.nz / 22

23 / www.nzsalesmanager.co.nz

You are invited to the inaugural...

Auckland Central City Group for Sales Professionals Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD. Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.

Join us for the first event and help drive the future direction of the monthly group activities, discussion topics and objectives.

We look forward to meeting you!

• • • •

Introducing your group facilitator Paul Brophy Client Service Manager at Frog Recruitment Ltd 09 362 0785 | paulb@frogrecruitment.co.nz Connect with Paul on LinkedIn or Twitter

Wednesday 29th February 7:00am to 8:30am Rydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland Free: No cost (Just buy your own breakfast) RSVP to Renee Daysh by 22nd February reneed@frogrecruitment.co.nz or 09 362 0784

www.nzsalesmanager.co.nz / 24

THE CLOSE

‘Your future is created by what you do today, not tomorrow” - Robert Kiyosaki

Have you subscribed to NZ Sales Manager? It’s free!

Simply visit www.nzsalesmanager.co.nz to get a copy of NZ Sales Manager delivered straight to your inbox monthly!

25 / www.nzsalesmanager.co.nz